Reduce Process Inefficiencies in GTM Flashcards
Planning decisions need to be…?
Operationalised
What need to be defined?
Equitable sales territories
What need to be prioritised within a given territory/market?
Accounts
What are the three major drawbacks of off-the-shelf analyst reports when looking to operationalise planning decisions?
Cost prohibitive, no full line of sight visibility, misaligned data
What are the three benefits of using HG’s bottom-up approach?
Custom market definitions, truly reflective, faster to operationalise strategy
What is the ultimate benefit of HG’s bottom-up approach for operationalising planning decisons?
Capture market share
What can you identify by combining HG’s tech install and IT spend intelligence?
Accounts with the highest propensity to buy and revenue conversion
IT install and spend data allows you to build territories based on…
The right accounts by fit and IT budget
What are sellers provided with when using IT spend and install intelligence?
Accounts that are a great fit, as well as contextual intelligence
What are the benefits of HG’s contextual intelligence?
Sellers can developed detailed account based strategies and messages so they can hit the ground running
Traditional means of territory building have unequal amounts of opportunity between them but HG’s sales territories are…
Equitable and fair
HG’s equitable and fair sales territories helps prevent…and helps…
Sub-optimal resource allocation, and measure and compare sales rep performance
HG’s tech install data allows you to…
Identify which companies have the tech profiles that best align with your products
By combining tech install insights with IT spend intelligence you can focus on accounts with…
the highest propensity to buy and highest revenue potential
